LinkedIn provides us with metrics that can assist with our prospecting efforts, create warm opportunities, increase close ratios, and maximize client acquisition. One of the metrics I’m referring to is LinkedIn’s “Who’s Viewed Your Profile” page. The metrics are limited with the free membership, but the Premium members have the ability to see the profiles of the professionals that have viewed the within the last 90 days.
At AAL, we relate the professionals that populate on this page to the physical activity of prospect walking through your front door. Think about your response when prospects walk through your actual physical door. Now compare to your response when you look at “Who’s Viewed Your Profile”. I’m willing to gamble that your response is completely different digitally than face-to-face.
When a prospect walks through your physical front door, there is a series of events that takes place before that can ever happen. Perhaps they reached into their network asking for suggestion/recommendations of companies that provide the services you provide. Perhaps they googled you. Perhaps they did their homework before walking in your door? Most likely. Then they put your location into their navigation app, drove over, and then they walked through your door.
What chain of events do you think took place before they arrived on your digital doorstep… your LinkedIn profile? The answer – a very similar series of events.
Now think about your response to each of these scenarios.
When a prospect walks through your physical door, you most likely greet them, thank them, and inquire as to how you can assist them.
Yet, when a prospect knocks on your digital door (your LinkedIn profile), your response is much less engaging, if you respond at all.
Why do you think that is? Perhaps it is because we have not approached that intersection of on-line activity with face-to-face activity? We haven’t yet come to understand that there are processes that must be put in place in order for our sales teams to be effective by leveraging the digital tools available for warm lead generation, such as LinkedIn. We are in a digitally enabled society. The information super highway is at our fingertips. It’s time to start integrating the way we purchase with the way we sell, don’t you agree?
Bobbie Foedisch, Chief Social Selling Officer here at AAL recently recorded this 3 minute and 30 second video, walking you through the steps you, your sales leadership, and your sales teams should be implementing to leverage LinkedIn’s “Who’s Viewed Your Profile”.
Videos provided by Fresh Level Productions
- Be the first to give to your new business relationships
- Always pay it forward
- Network with purpose.
Good luck and good networking! Remember… It’s All About Leverage.